Thursday's BOLD LAW ...." Logic makes them think, emotions make them act "

Another example of the power of emotion versus logic...( part two)

In real estate sales, we can provide all the logic possible to a buyer , showering them with facts and figures and statistics and more to show them why it's to their advantage to purchase a property now versus later. We can explain to a seller that now may be the best time to take advantage of a white hot market and sell their home at or near the top. We can talk until we are blue in the face using all the logic we have to educate our clients . Bottom line , that logic alone is not going to help most people to take action.

On the flip side, when we ask someone why they may want to buy or sell , that is when their emotion, their reasons why they are thinking about real estate , may come pouring out.. They may say " I want to move closer to my kids and grandkids " . That very same person who the logic had no effect on , once they bring emotional reasons out, may be taking the pen out of your hand to sign a contract ! Emotion is more powerful than logic.

So, we as professional real estate agents , should always be armed with current and valid information ( logic ) to assist our clients to help them make a decision. And you should always remember to ask questions to determine their motivation ( emotion ) to make a move.

Logic is useful and emotions make us take action...in everything in life !

Contributed by KCN leader Don Aldrich